Job purpose

The Relationship Manager Institutional Banking will be responsible for growing and retaining a portfolio of Institutional Banking clients in Zanzibar, including both government and private institutions.

The role involves performing a proactive, mobile, and value-adding financial partnership function while ensuring close personal attention is given to clients. The successful candidate will provide a full range of customized financial solutions and services tailored to meet the growth needs of institutional clients.

Main responsibilities

Relationship management and business growth

The successful candidate will be responsible for managing and growing institutional banking relationships while supporting business development and portfolio profitability.

Key responsibilities include:

• Manage a portfolio of existing Institutional Banking clients by providing appropriate solutions to ensure portfolio growth and client retention.
• Support the unit’s growth and profitability through effective development of new business with government institutions and private institutions in Zanzibar, covering both Unguja and Pemba.
• Work closely with other business units to drive the Institutional Banking strategy, with a focus on acquiring new institutional clients and key projects.
• Offer relevant financial solutions, including payment and collection solutions, while aligning with internal stakeholders for the execution of account plans.
• Support the preparation of Requests for Proposals, develop pricing proposals in conjunction with RFP responses, and obtain approval before delivery.
• Support the development of long-term Institutional Banking penetration plans for Zanzibar.
• Take the lead in market intelligence and advise the Senior Manager on various ongoing and upcoming development projects involving government and private institutions.
• Support the Cluster Manager – Zanzibar on matters requiring Institutional Banking support.
• Identify and develop a target pipeline while aggressively marketing to new profitable institutional customers.
• Exploit cross-selling opportunities across relevant banking products and services.
• Gather information required to prepare and assess credit applications while managing customer expectations.
• Manage the development of prudently priced assets and cost-effective long-term liabilities with reputable institutions and organizations to ensure maximum profitability for the bank.

Customer service quality and efficiency

The role requires a strong focus on service excellence, client engagement, and efficient delivery of banking solutions.

Responsibilities include:

• Adhere to high professional standards and strive to provide quality services and competitive pricing to clients.
• Ensure the delivery of industry-leading customer service, a premier onboarding experience, and advisory services to new and existing institutional customers.
• Play a proactive liaison role between customers, the client service delivery team, back-office service fulfilment teams, and credit functions.
• Interact frequently and closely with all clients to analyze and establish ongoing needs.
• Assist clients in better understanding their financial requirements.
• Accurately and efficiently process customer mandates and documentation requirements for financial facilities.
• Mine and analyze customer data to identify and plan for expansion or additional business opportunities for the bank.
• Develop and implement a client-calling schedule to visit all clients in the portfolio.

Risk management

The Relationship Manager will be required to maintain strong risk controls, ensure regulatory compliance, and support the growth of a quality credit portfolio.

Key responsibilities include:

• Monitor and manage complete regulatory compliance, including Know Your Customer requirements.
• Conduct Control Self-Assessment and address the root causes of issues raised.
• Maintain a high-quality asset book while ensuring excellent performance and maximum portfolio returns.
• Gather information required to prepare and assess credit applications while managing customer expectations.
• Proactively manage the client portfolio in compliance with the regulatory environment.
• Keep up with the bank’s guidelines, policies, and procedures to mitigate financial loss and fraud.
• Maintain high standards of operational control, including adherence to Risk Management and Compliance guidelines.
• Embed NMB values and the code of conduct by ensuring adherence to the highest standards of ethics, relevant policies, processes, and regulations.
• Consult staff in Risk, Credit, Legal, and Compliance departments to ensure the portfolio remains credit-worthy and within the bank’s policies.
• Manage the Institutional Banking liability and loan book within the bank’s risk appetite statement.
• Prepare quality client credit applications for submission to CREDCO.
• Ensure growth of a quality credit portfolio and a sustainable self-funded wholesale banking balance sheet.
• Ensure proper record keeping for all documents submitted by clients for services at the bank.

Knowledge and skills

Applicants should possess the following knowledge and skills:

• Good knowledge of general banking practices, policies, procedures, and the regulatory environment.
• Good current knowledge of different industry sectors and sector risk profiles or trends.
• Strong understanding of institutional competitor activity, drivers, products, strengths, vulnerabilities, market share, and client base.
• Broad and detailed technical knowledge of general Institutional Banking practices and procedures.
• Good customer relationship skills and sound understanding of the bank’s products, policies, and procedures.
• Strong analytical skills, including the ability to identify and analyze patterns and trends, understand cause-and-effect relationships, and demonstrate an enquiring mind.
• Fluent verbal and written communication skills in English and Swahili.
• Strong numerical skills and financial acumen, including the ability to analyze and evaluate complex consolidated financial statements, balance sheets, and ratios.
• Strong persuasion skills, including the ability to sell, negotiate, influence opinions, and present convincing arguments.
• Computer skills, including proficiency in Word, Excel, and PowerPoint.
• Good understanding of the Zanzibar market environment.

Qualifications and experience

Applicants must meet the following requirements:

• Bachelor’s degree in Economics, Business Administration, Finance, Marketing, Statistics, Research, or related fields.
• Master’s degree in business studies will be an added advantage.
• Postgraduate education in Banking and/or banking certification will be an added advantage.
• Minimum of 4 years of experience in Relationship Management, especially managing government and other public sector clients.
• Experience working in Zanzibar is a must.

• Manage a portfolio of existing Institutional Banking clients by providing appropriate solutions to ensure portfolio growth and client retention.
• Support the unit’s growth and profitability through effective development of new business with government institutions and private institutions in Zanzibar, covering both Unguja and Pemba.
• Work closely with other business units to drive the Institutional Banking strategy, with a focus on acquiring new institutional clients and key projects.
• Offer relevant financial solutions, including payment and collection solutions, while aligning with internal stakeholders for the execution of account plans.
• Support the preparation of Requests for Proposals, develop pricing proposals in conjunction with RFP responses, and obtain approval before delivery.
• Support the development of long-term Institutional Banking penetration plans for Zanzibar.
• Take the lead in market intelligence and advise the Senior Manager on various ongoing and upcoming development projects involving government and private institutions.
• Support the Cluster Manager – Zanzibar on matters requiring Institutional Banking support.
• Identify and develop a target pipeline while aggressively marketing to new profitable institutional customers.
• Exploit cross-selling opportunities across relevant banking products and services.
• Gather information required to prepare and assess credit applications while managing customer expectations.
• Manage the development of prudently priced assets and cost-effective long-term liabilities with reputable institutions and organizations to ensure maximum profitability for the bank.
• Adhere to high professional standards and strive to provide quality services and competitive pricing to clients.
• Ensure the delivery of industry-leading customer service, a premier onboarding experience, and advisory services to new and existing institutional customers.
• Play a proactive liaison role between customers, the client service delivery team, back-office service fulfilment teams, and credit functions.
• Interact frequently and closely with all clients to analyze and establish ongoing needs.
• Assist clients in better understanding their financial requirements.
• Accurately and efficiently process customer mandates and documentation requirements for financial facilities.
• Mine and analyze customer data to identify and plan for expansion or additional business opportunities for the bank.
• Develop and implement a client-calling schedule to visit all clients in the portfolio.
• Monitor and manage complete regulatory compliance, including Know Your Customer requirements.
• Conduct Control Self-Assessment and address the root causes of issues raised.
• Maintain a high-quality asset book while ensuring excellent performance and maximum portfolio returns.
• Gather information required to prepare and assess credit applications while managing customer expectations.
• Proactively manage the client portfolio in compliance with the regulatory environment.
• Keep up with the bank’s guidelines, policies, and procedures to mitigate financial loss and fraud.
• Maintain high standards of operational control, including adherence to Risk Management and Compliance guidelines.
• Embed NMB values and the code of conduct by ensuring adherence to the highest standards of ethics, relevant policies, processes, and regulations.
• Consult staff in Risk, Credit, Legal, and Compliance departments to ensure the portfolio remains credit-worthy and within the bank’s policies.
• Manage the Institutional Banking liability and loan book within the bank’s risk appetite statement.
• Prepare quality client credit applications for submission to CREDCO.
• Ensure growth of a quality credit portfolio and a sustainable self-funded wholesale banking balance sheet.
• Ensure proper record keeping for all documents submitted by clients for services at the bank.

• Good knowledge of general banking practices, policies, procedures, and the regulatory environment.
• Good current knowledge of different industry sectors and sector risk profiles or trends.
• Strong understanding of institutional competitor activity, drivers, products, strengths, vulnerabilities, market share, and client base.
• Broad and detailed technical knowledge of general Institutional Banking practices and procedures.
• Good customer relationship skills and sound understanding of the bank’s products, policies, and procedures.
• Strong analytical skills, including the ability to identify and analyze patterns and trends, understand cause-and-effect relationships, and demonstrate an enquiring mind.
• Fluent verbal and written communication skills in English and Swahili.
• Strong numerical skills and financial acumen, including the ability to analyze and evaluate complex consolidated financial statements, balance sheets, and ratios.
• Strong persuasion skills, including the ability to sell, negotiate, influence opinions, and present convincing arguments.
• Computer skills, including proficiency in Word, Excel, and PowerPoint.
• Good understanding of the Zanzibar market environment.

• Bachelor’s degree in Economics, Business Administration, Finance, Marketing, Statistics, Research, or related fields.
• Master’s degree in business studies will be an added advantage.
• Postgraduate education in Banking and/or banking certification will be an added advantage.